Elizabeth Smith

Degree:    Bachelor of Science
Major:      Applied Economics

Additional education undertaken after graduation:
I am currently enrolled in a  master's program.

Years in the Field:   2
Current Job Title:    Territory Sales Manager
Organization:           Philip Morris USA

How did you find this job?
Philip Morris came to the St. Paul Career Fair in the fall of 2004. I signed up to attend an evening information session and afterward scheduled an interview.

Please describe your job:
I usually start out in the field, calling on the accounts that I planned out the night before—I make about 13-18 calls/day, depending on my agenda. I have two sets of goals: monthly goals and daily goals. My monthly goals are my primary focus, but my daily goals help me to achieve my monthly goals. A monthly goal may be to present a new brand to all accounts and have it accepted into 100% of the stores. In order to achieve this monthly goal, I need to plan my days so that I visit each store by the end of the month (this involves scheduling around meetings/training days, etc.) and have a beneficial and influential discussion with the main decision-maker of that store. When I am in the store, my main objective is to sell the retailer on the benefits of the new product. By the time I leave the store, I want to be confident that the product will be there by the end of the month, that it will be made visible to the customer, and that the decision-maker feels he/she made a good choice.

What from your undergraduate educational experience was most helpful in preparing you for this career?
The management courses I took at Carlson were extremely beneficial in helping me to work on a small team that covers all 900 stores in Central Minnesota. I exhibit managerial skills and behaviors in coming up with game plans and objectives for our team to successfully hit or exceed our yearly objectives, as well a reward and recognition program to make each member feel appreciated. 

The communication courses I took in the Rhetoric Department have also helped me tremendously in my day-to-day work, preparing me to create short, 5-10 minute presentations for the retailer focused on convincing them on the benefits of the product.  Short presentations are what I plan my day around because my customers only have a few minutes in between time with their own customers. It is very important that I get the most beneficial information to them and cut out the 'fluff'. I would say that the Rhetoric classes have proven to be the most beneficial in my work.

What is the biggest misconception about this occupation or field?
The biggest misconception about working for Philip Morris involves my job title. I am a Territory Sales Manager (TSM), so people assume I sell cigarettes. I don't—I manage a $10 million territory which consists of the accounts that sell cigarettes to the adult consumer (grocery stores, gas stations, convenience stores, drug stores, and the occasional liquor store).  My job is to reinforce our contractual agreements with the stores as well as present new ideas and programs—not deliver cigarettes.

What has surprised me the most is that the benefits and salary are unbelievable, the flexibility is amazing (you work from your home), and the training is top-notch and on-going. You are a very valuable asset to the company because you are the face of Philip Morris to these stores, and ultimately to the consumer, our number one focus. The other surprising thing is that you can only be promoted from within. Philip Morris has a strict policy that you start as a TSM and work your way up. Because of this, they strongly encourage you to apply for promotions and they do what they need to do (training) to get you the promotion you want. If someone doesn't get promoted, it's usually because they chose not to.

What advice do you have for current students?
My best advice is to take a multitude of classes to help you become strong in any situation. Knowledge is power, and when you are out in the business world and you can jump into a conversation about, for example, economics (because you took a course in it), you won't believe what a great impression you will make. Also, practice interviewing every chance that you get. And get to know at least one professor very well—it looks great to have that resource as a reference.  Finally, enjoy your undergraduate years—you learn so much about who you want to be and how to get there, you don't even realize it until you can look back and see what you've become. Let those interviewers know what you can bring to their company—they want to hear what you have that will make them a better company!